ACADEMY OF VA PENSION PLANNERS

515 EAST CROSSVILLE ROAD, SUITE 110

ROSWELL, GEORGIA  30075

PHONE 1-888-928 2779

 

AGENDA FOR CASE MANAGEMENT  

Wednesday, March 28^th and Thursday, March 29^th, 2018

TRAINING OBJECTIVE:

LEARN RULE, PROCESS AND WHAT WORKS

Our objective is to provide a complete overview of what should happen from the first contact with the potential VA Pension Client until the Application is filed and beyond

What works, what does not and how best to keep your client updated.

What will you learn?

• Where do the leads come from?
• How to interact with your potential clients from first connection
• What do you need to ask, what do you need to know to determine if there is pension qualification?
• Determining decision makers with the family
• Setting expectations with potential clients
• Addressing consult fees and cost/what not to do
• What do you email your potential client?
• Attorney notes
• Why are timelines important in terms of appointments and applications? How can this help you move forward?
• When does work begin?
• Setting timelines with client
• Information gathering, application documents, what are “good” doctor’s reports, developing trust documents, asset transfers, money movement, caregiver documents, assisted living home expenses
• Deadlines
• Processing timelines for application submission/Calendars
• Where do you submit applications? What does a submission package look like?
• Client communication after application
• Setting expectations with the client as to what they can expect from the VA in terms of communication.
• Award timelines
• What happens after the award?
• Death of a husband or wife after pension begins. What do they do?
• If you are not getting the full pension but your medical expenses increased, how do you get that changed?
• What should your client expect from your office after the pension award?
• Client communication
• When do you need an EIN for a client? Process of obtaining this
• What are Deeds to Secure, Promissory Notes, Caregiver Agreements, explanations and samples

(SAMPLES OF ALL DOCUMENTS WILL BE PROVIDED)

DAY 1 – March 28th, 2018

8:30 – 8:45            Coffee/Fruit/Continental Breakfast is provided

8:45- 9:00              Introductions and Agenda Review

9:00 – 10:00          Marketing Presentation

Marketing/Attracting potential clients

What gets the phone ringing?

How do you address the call?

What information do you need to determine qualification?

What are key reasons someone could/would not qualify?

10:00 – 11:00        Public Presentation: The Truth about A&A

11:00 – 11:15              Break

11:15 – 11:45              The Client/Family Relationship

Setting Real Expectations and Timelines

Giving Detailed Instructions

Explaining the Process to Receive and Maintain the Award

Dealing with Family Dynamics

Finding the Decision Maker

11:45 – 12:30              Cross Selling – Additional Revenue Sources

Discussion of Additional Opportunities to Generate Revenue Build Closer Relationships with Extended Family Members

12:30 – 1:30                Lunch – Will be brought in 

1:30 – 2:30                  Client Intake Proces

2:30 – 3:30            Client Email – Documents Sent and Why

3:30 – 3:45            Break

3:45 – 4:00            Getting the Discharge Papers from Archives

What Information is Necessary?

4:00 – 5:00            The Doctor’s Form

Make or break your case

Key words

What does the VA want to see?

END OF FIRST DAY REVIEW

DAY 2

CASE MANAGEMENT TRAINING

Thursday, March 29th , 2018

8:30 – 8:45            Coffee/Fruit/ Continental Breakfast

8:45 – 9:15            Medical Expense Qualification

Verification of ALF Expenses

Personal Caregiver Agreement

9:15 – 9:45            Asset and Financial Qualification

What are the Financial Thresholds?

Ways of Meeting Financial Threshold

What are Countable Assets?

Annuities and IRAs

9:45 – 10:15           Setting Up Legal and Application Files

10:15 – 10:30        Break

10:30 – 11:30        Work Implementation

                 Process and Order of Work to be done – Non Legal

11:30 – 1 :00         Legal Work to be Done

Please note – We may need to work later than 5PM on day 1 in order to cover all of material.

12:00 – 1:00          Application Process

1:00 – 2:00            How to handle VA Response Process

2:00 – 3:00            Review of Financial Forms

                                  Appendix

                                  Review and Final Questions